This document provides an overview of marketing basics for consultants. It discusses the importance of dedicated marketing and outlines an intelligent marketing process. Key recommendations for consultants include focusing on their target market in the first 90 days by identifying industry, size, location and needs. The document also recommends spending one month developing proficiency in 4 marketing tools and refining processes in the second 90 days through promoting the marketing funnel. Resources for consultants seeking assistance with LinkedIn, websites and consulting processes are also provided.

1. Marketing Basics
for a Thriving Consultancy
with Rebecca Tall Brown

2. Agenda
Dedicated Marketing
Your First 90 Days
Your Next 90 Days
Resources
Open Q&A

3. Slides Available
TriLineMarketing/BCA

4. Intelligent Marketing

5. Intelligent Marketing:
communicating (simply) that you’ve thought of everything

6. Intelligent Marketing:
communicating (simply) that you’ve thought of everything

7. The Intelligent Marketing Process

8. Normal Marketing Process

9. The Intelligent Marketing Process

10. The Intelligent Marketing Process

11. The Intelligent Marketing Process

12. The Intelligent Marketing Process

13. The Intelligent Marketing Process

14. The Intelligent Marketing Process

15. The Intelligent Marketing Process

16. Strategy
The First 90 Days

17. Strategy: The First 90 Days
Target Market

18. Strategy: The First 90 Days
Target Market
● Who are your people?

19. Strategy: The First 90 Days
Target Market
● Who are your people?
○ Industry
○ Size
○ Location
○ Need you’re fulfilling

20. Strategy: The First 90 Days
Target Market
● Who are your people?
● Where are they in the process?
○ Startup
○ Growth
○ Established
○ Decline

21. Strategy: The First 90 Days
Target Market
● Who are your people?
● Where are they in the process?
● What do they need from you to build
trust?

22. Case Study: Process Consultant
● Who are your people?
○ Companies with at least in San Diego
● Where are they in the process?
○ Late startup and growth companies in San Diego
who need process.
● What do they need to build trust?
○ Handshake, sit-down meeting, follow-up,
beyond-paycheck investment

23. Case Study: Process Consultant
● What do they need to build trust?
○ Handshake, sit-down meeting, follow-up,
beyond-paycheck investment, proposal

24. Case Study: Process Consultant
● What do they need to build trust?
○ Handshake, sit-down meeting, follow-up,
beyond-paycheck investment, proposal
ddk _ Webpage _ Email Signature
_ Business Card _ LinkedIn Profile

25. ● One month per tool (for proficiency)
● Four tools = ?

26. ● One month per tool (for proficiency)
● Four tools = Four months
● Don’t let perfection stop you
○ The first to act and follow-up and convince your
client that you’ve thought of everything
● Create cohesion in word and process

27. Strategy
The Second 90 Days

28. Refining Dedicated Marketing
__ Promote and fine-tune funnel & follow-up
TIP: Save yourself huge headaches
Marketing’s job is to support sales.
If you’re having trouble closing, get sales coaching

29. Expanding Dedicated Marketing
Get good at one-to-many
__ Networking
__ Conferences/Exhibits
__ Speaking/Writing

30. Resources
1. LinkedIn review for $5
simple LinkedIn review and clear wording suggestions from http://www.
fiverr.com/writingtips
2. Get your homepage reviewed for $5
simple one-page reviews from http://www.fiverr.com/market8
3. Get a better handle on the consulting process
The Million Dollar Consultant by Alan Weiss
4. Write and publish a book - Authority by Nathan Barry